STRATEGI PERSONAL SELLING PADA PT TELEKOMUNIKASI SELULER BRANCH YOGYAKARTA

SHINTA KUSUMA W, Fitri Damayanti Berutu, S.E., S.S,. M.Sc.

2017 | Tugas Akhir | D3 MANAJEMEN SV

Penelitian ini bertujuan untuk menghetahui strategi promosi yaitu personal selling yang dilakukan tenaga penjual pada PT Telekomunikasi Seluler Branch Yogyakarta. Penelitian dilakukan di PT Telekomunikasi Seluler Branch Yogyakarta yang dilaksanakan pada tanggal 19 Desember 2016 sampai 17 Desember 2017. Jenis penelitian yang dilakukan adalah deskriptif kualitatif dan data yang digunakan data primer dan data sekunder. Metode penelitian yang digunakan yaitu observasi, wawancara dan studi pustaka. Dari data yang telah dianalisis bahwa proses personal selling pada PT Telekomunikasi seluler dilakukan dengan enam tahap yaitu mencari dana mengkualifikasi pelanggan, pendekatan pendahuluan, presentasi dan peragaan, mengatasi keberatan, menutup penjualan serta tindak lanjut dan pemeliharaan. Disetiap tahap personal selling yang dilakukan tenaga penjual masih kurang maksimal seperti pendekatan pendahuluan dan mengatasi keberatan.

The pupose of the research was to know about Strategy Promotion which is Personal Selling that have been done by PT Telekomunikasi Seluler Branch Yogyakarta as a seller. This research was a applied in PT Telekomunikasi Seluler Branch Yogyakarta, 19th December 2016 until 17th February 2017. Type of research that reseacher use is qualitative description based on primary and secondary data. Methodology of research will explain this research with observation, interview, and study of literature. From the data that has been analyzed that process Personal selling PT Telekomunikasi Seluler Branch Yogyakarta done with six stages, seeking and qualifying customers, approach introduction, presentations and demonstrations, overcoming objections, closing the sale, and the follow-up and maintenance. Every stage of personal selling is done on power seller / salesperson is still less than the maximum as a seeking and qualifying customers and Overcoming Objections.

Kata Kunci : Personal Selling, Personal Selling Strategy